Category Archives: B2B marketing best practices

2014 Trends for B2B Catalog Marketers.

2014 will be a big year for B2B Multi-Channel Marketers With the New Year off to a roaring start it’s helpful to pause and look at the road ahead. Much has happened in the last two years and the pace … Continue reading

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Google Shopping for Suppliers follows Amazon Supply in targeting the B2B market.

As many of you know, we have been expecting Google to respond to the April 2012 launch of AmazonSupply.com by launching their own B2B products shopping site. Recently, and it would seem quietly, they released the new Google Shopping for … Continue reading

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B2B Sellers: Are you getting your share from Online Marketplaces and CSEs?

I have asked a number of B2B distributors in the last few months if they are confident they are getting their fair share online. Without exception they all told me that their online sales were growing nicely often at more … Continue reading

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Attention B2B multi-channel merchants: Amazon Supply only needs to take 10% of your business.

Since Amazon Supply was launched by Amazon earlier this year I have listened to numerous B2B distribution executives tell me all the reasons why their business is different and how Amazon Supply will not be a competitive threat to them.   … Continue reading

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Secrets of Amazon Success

[iframe]<iframe src=”http://www.slideshare.net/slideshow/embed_code/14689299″ width=”427″ height=”356″ frameborder=”0″ marginwidth=”0″ marginheight=”0″ scrolling=”no” style=”border:1px solid #CCC;border-width:1px 1px 0;margin-bottom:5px” allowfullscreen> </iframe> <div style=”margin-bottom:5px”> <strong> <a href=”http://www.slideshare.net/McK_CMSOForum/secrets-of-amazons-success” title=”Secrets of Amazon&#39;s success” target=”_blank”>Secrets of Amazon&#39;s success</a> </strong> from <strong><a href=”http://www.slideshare.net/McK_CMSOForum” target=”_blank”>McKinsey Chief Marketing & Sales Officer Forum</a></strong> </div> … Continue reading

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Is there a Perfect Storm Approaching

I have been doing a lot of strategy work lately for several different companies and have come to believe that there may be a “perfect storm” approaching for B2B catalogers.   Here are three big picture issues that I believe should … Continue reading

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Are You Testing New Mail Formats?

I am always surprised at the lack of testing that B2B catalog mailers are doing.   All too often we fall into our ruts and let our testing programs go stale…..or we just get too comfortable with the results of our … Continue reading

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B2B multi-channel marketers take note: It’s about the site first!

It is surprising to me how many B2B multi-channel marketers do not yet have complete buyer analysis at the site level.   After all, it is the site where demand is generated.   Let me explain. For years we (B2B marketers) followed … Continue reading

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Online Video Boosts B2B Catalog Sales

The role of the catalog is changing.   It used to be the only customer communication and sales vehicle but today it is one element (albeit the main course!) in the customer communications mix. In the B2B world the cost of … Continue reading

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B2B Online sales best practice.

Most of my B2B direct selling clients are struggling with the integration of their online selling efforts versus their direct mail and telephone selling efforts.  In our multi-channel world it is difficult to assess what really drives both orders and … Continue reading

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